AS GOES AGENCY GROWTH, SO GOES VALUE by Chris Burand Growth is a key factor in an agency's value. Chris Burand explains why poor or erratic growth is a risky investme...

BUILDING YOUR CAPITAL by Brian Burke Everything seemed to get better around here when we stopped worrying so much about taxes, Agency CEO Are you trying to build a...

Stephen Covey wrote a seminal book on how to run your life and your business, The Seven Habits of Highly Effective People. It’s a must read to fully understand the concepts of this article. Once you've read the book read it again at least once every quarter until you've absorbed these ideas into your psyche and are living those seven habits. One of the seminal habits is “Begin with the end in Mind”. However, an even more important principle of life and business is always do what’s right for the end user.

CALCULATING lsquo;BONUS OVERTIME WAGES by Don Phin Many employers are freezing wages, telling employees that any additional pay will come in the form of a bonus if the...

CALCULATING AGENCY VALUE by Roy Phillips When buying or selling an agency, be sure the price is right: base the value on projected pre-tax profit and an expert's opinion. ...

COMBINE INCENTIVE COMPENSATION WITH EMPLOYEE EVALUATIONS by Al Diamond Wouldn't it be nice to have employees looking for more business to handle, or helping to innovate to ...

COMBINING INSURANCE AND FINANCIAL SERVICES: REALITY CHECK by Carol Hammes After the Barnett decision in Florida and the subsequent passage of the Gramm-Leach-Bliley Financ...

Now that you’ve decided on the markets to pursue and your marketing approach, it’s time to initiate the plan. In this final article of a three-part series Jack Fries discusses the steps you’ll take to implement a successful marketing and sales strategy.

COMMISSION-REDUCTION STRATEGIES by Ken Buehler Commission reductions have been in practice for a number of years and, given the current expense reduction needs of carriers, there are no r...

COMPENSATING PRODUCERS by Harry Brooks, CPCU, CLU There probably is no subject in the field of insurance agency management that is discussed as frequently, but on which there are su...